Doing Moore

The Gulf Coast Property Management sales team learned a constructive lesson in consultative sales when they were on the buy side of a product.

The firm, which helps property owners and investors, mostly in Manatee and Sarasota counties, rent homes and vacation condos, was recently in the market for operational software. Founder and President Andy Moore says the first salesman made an online video presentation. He was all about price and 14-day guarantees. “He wasn't really listening to what we were saying,” says Moore.

The next company sent a salesperson to Gulf Coast Property Management's Lakewood Ranch headquarters. The first words out of the salesman's mouth, says Moore, was, “What are your pain points?”
Says Moore: “We feel like he really listened to us.”